ToR for Consultancy Service: Development of a Sustainable Business Model, Resource Mobilization Strategy, and Partnership Policy

HelpAge Ethiopia

Background

HelpAge Ethiopia is a national non-profit organization committed to improving the well-being, dignity, and rights of older people across Ethiopia. The organization builds on more than 30 years of experience as the former Ethiopian country office of HelpAge International, which has been operating in Ethiopia since 1992, supporting older people.

In 2025, HelpAge Ethiopia was officially registered as an independent national civil society organization. The organization delivers both humanitarian and development programmes, including emergency response interventions in food security, shelter, WASH, health, and protection. In addition, it promotes rights-based social protection systems, advocates for inclusive policies, strengthens the capacity of Older People’s Associations and local partners, and fosters age-friendly services and environments.

Following its transition into a nationally registered organization under the localization agenda, HelpAge Ethiopia seeks to strengthen its institutional sustainability and financial resilience. While grant funding remains essential, the organization aims to diversify income sources by developing feasible, mission-aligned Income Generating Activities (IGA) and alternative fundraising mechanisms.

Purpose of the Consultancy

The purpose of this consultancy is to design a practical and actionable Sustainable Business Model, Dual resource mobilization Strategy, and Partnership Policy that will enable HelpAge Ethiopia to diversify its funding base, reduce reliance on traditional donor grants, and strengthen long-term financial sustainability.

The consultancy shall ensure that all proposed business/IGA models are mission-aligned, do not compromise organizational values, and comply with Ethiopian civil society regulatory frameworks.

Objectives of the Assignment

The consultant will:

• Assess HelpAge Ethiopia’s current fundraising and partnership landscape, opportunities, and challenges.
• Conduct institutional and market assessment, including donor mapping and review of legal frameworks governing NGO income-generating activities/ social enterprise options.
• Propose and conduct feasibility analysis of 2–3 viable business/social enterprise/IGA options, including financial projections (3–5 years), governance structure, risk analysis, and scalability.
• Develop a Dual Resource mobilization Strategy covering:
  • Grant-based fundraising (institutional donors, foundations, UN, bilateral partners, etc);
  • Business/alternative income mechanisms (service-based revenue, CSR partnerships, public fundraising, social enterprise models).
• Develop a Partnership Policy outlining due diligence, ethical standards, governance, and partnership management procedures.
• Develop a Case for Support : Clearly articulate why the organization deserves support and what impact it will create
• Provide a 3–5 year implementation roadmap with clear milestones and targets.

Scope of Work

The consultant will undertake an institutional and market analysis, including donor mapping and review of the legal framework governing NGO engagement in income-generating activities in Ethiopia. Based on the findings, the consultant will propose 2–3 viable business or IGA options and conduct feasibility analysis covering market demand, startup investment requirements, operational structure, governance arrangements (e.g., business wing or subsidiary model), financial projections (3–5 years), break-even analysis, and risk mitigation strategies. A clear recommendation on the most feasible and scalable option must be provided.

The consultant will also develop a structured Dual Fundraising Strategy that outlines donor segmentation, proposal pipeline development, grant targeting framework, branding and positioning, as well as alternative revenue pathways including service-based income, corporate partnerships, and innovative fundraising mechanisms.

Additionally, the consultant will draft a Partnership Policy defining partnership types, due diligence standards, ethical screening, conflict of interest management, and governance procedures. The assignment will conclude with a validation workshop and a capacity-building session for leadership and relevant staff.

Deliverables and Duration

The consultant is expected to deliver:

• Inception Report with methodology and work plan
• Institutional and Market Assessment Report
• Draft Sustainable Business/IGA Model (with financial projections)
• Draft Dual Resource mobilization Strategy
• Draft Partnership Policy
• Validation Workshop Presentation
• Final Consolidated Document with 3–5 Year Implementation Roadmap

Duration: Approximately 45 days from contract signing.

Expected Outcomes

• A feasible and evidence-based business/IGA model ready for Board consideration
• A structured dual Resource Mobilization strategy reducing donor dependency
• A clear roadmap for alternative income generation
• A comprehensive partnership policy ensuring transparency and accountability
• Strengthened institutional sustainability

Consultant Qualifications

Applicants must have:

• Minimum 7–10 years of experience in business model development, organizational sustainability, or fundraising strategy for non-profits
• Proven experience in developing income-generating or social enterprise models
• Strong understanding of the Ethiopian civil society and donor landscape
• Experience in financial feasibility analysis and business planning
• Excellent analytical and report-writing skills
• Valid business license and tax compliance certificate